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University of Texas at Dallas

Export Market Development/BA3372-501 – Spring 2006

Instructor: KURT SIKLAR
Alternate e - mail: KSIKLAR@sbcglobal.net phone: 214 -575 -6 086

Hello everybody!
As your instructor, it is my intention to provide you with an
educational challenge while assisting you in understanding today’s very
dynamic export marketing environment. I will add as much as I can from
my own international business experience and from various other
teaching assignments I held in the same field over the years. Coming
prepared to the classroom is going to help you the most in reaching the
objectives of this course. What I would like you to do after each
class is not to ask what you learned that night, but what you
contributed to the class either through comments or questions.
Best wishes and good luck!

Instructor Bio
I am originally from Turkey. I have been living in the DFW area since 1988
and I am a naturalized citizen of the US. I attended University of Dallas
and University of Texas at Dallas earning separate graduate degrees from each
institution. The degrees are in the fields of general business management
and international management studies, respectively. I obtained my Ph.D. in
international business law through distance learning in 1999.
I have been working for a small export trading company since early 1990s and
have been teaching international business related courses part-time at
various area colleges both at the undergraduate and graduate levels since
1998. Also, I am a member of International Small Business Development
Center’s Export Roundtable and Richland College’s Export Advisory Board.

1. Course Objectives:
Export Market Development is a course that examines the
international environment for trade, the strategic planning duties of
an export marketer, and the tactical deployment of the marketing mix.
This course is unlike international marketing in several ways:
exporting is the only entry mode considered; there is greater emphasis
on the structure and influence of trade policies and trading blocs;
minimum attention is given to certain dimensions of the marketing mix
such as product development and promotional techniques. For export
marketing the emphasis is on selecting foreign markets, finding foreign
partners, and identifying and managing distribution channels,
logistics, export pricing and trade finance. Two ways students will
demonstrate their understanding of export market development are by
preparing a market entry group project and weekly article
2. Required textbook: James F. Foley, The Global Entrepreneur -
Taking Your Business International, (Jamric Press International, 2nd.
ed., 2004)

3. Lecture notes: Lecture notes in the form of downloadable

PowerPoint slide sets are available at the course website.

4. Supplemental Material: List of additional reading materials as

they pertain to their respective chapters from the required textbook
and some useful guide(s) are provided at the course website to
further assist students in their projects and individual assignments.

5. Assignments:

a. Weekly news articles & participation: Students are expected to

submit their comments (one type written page) via e-mail using
the course website’s mail function on any news article (not to
be older than one year) they find regarding that week’s class
discussion topic(s) based on the chapter(s) covered while citing
the original article properly. Again, the assignment is about a
student’s own comments on an article as it pertains to that
week’s topic(s), simple copies of an article will not be
accepted. Students are also expected to discuss their comments
in class. These are not due on the days when other assignments
are due (e.g., group projects, exams, etc.)(see below agenda for
exact dates). Although they are not going to be graded
individually, the cumulative of these submissions backed by
classroom discussions will constitute a student’s participation
grade. The deadline for any such submission is the day of that
class before the class starts. Late submissions will not be
accepted. NO EXCEPTIONS!

b. Exams: There will be three exams (see below agenda for dates and
contents). Each exam will have 50 true/false and multiple-choice
questions. Exams are not comprehensive. You will need a scantron
no. 882-E and a pencil to take the exam.

Make-up exam: a student may request a make-up exam no later than

one week prior to the scheduled exam; instructor will approve or
disapprove on the merit of extenuating circumstances subject to
agreement on a mutually acceptable make-up time.
c. Group project: Each group will conduct research and write a
report dealing with specific phases of an export market
development plan and present it in class.

First, with your instructor’s approval (requests for approval to

be submitted by week #2—refer to the Team Charter), choose a
country from the following list: Brazil, Chile, Spain, Poland,
Turkey, South Africa, Egypt, India, South Korea, and China.

Second, with your instructor’s approval (requests for approval to

be submitted by week #2—refer to the Team Charter), choose a
manufactured product (not a service) to be exported from the U.S.
The product is not an actual brand name product manufactured and
marketed by an existing company. A recommended approach is to
consult the Country Commercial Guide (CCG) at NTDB: Leading
Sectors/Best Prospects for U.S. Exports section. Other sources
based on current exports of products to the listed countries
include World Bank Atlas and the U.S. Census Bureau. The product
may fit any of the following categories: a consumer product,
industrial product, or a component that goes into the
manufacturing of a finished product. Products that are not
eligible products are cell phones, petroleum/mining equipment,
airplanes, passenger vehicles, trucks and any restricted/
regulated products (e.g., fire arms, dangerous/hazardous
substances, etc.)

Third: Preparation guidelines: It is NOT recommended that groups

approach this project by assigning each group member one section.
Instead, consider having a lead organizer/editor supported by
several research specialists. Report must display internal
consistency section by section, each section building on and being
consistent with the previous section. Grade will be based on how
well report addresses the specific issues of each section,
including quality and use of research data and analysis. Students
may use the general worksheets in course WebCT provided by the
textbook publisher to gather and evaluate information.
Evaluation of group project: It is the intention of this project
that all members of a group receive the same project grade.
However, individuals will submit a confidential evaluation of the
group's performance, grading group members by distributing points
to each person for a total score of 20. These individual
evaluations are due along with the final project.

Late assignments: generally not accepted, but if exception is

made, maximum grade is 70.
Project Overview
a. The deliverables for the project will include the following assignments:
1) Project Outline: 1-2 pages (in writing—see below) due in week six.
2) Progress Report (class discussion) due in week twelve.
3) Final Project 10-12 pages (sections 3-9) due in week sixteen.
b. Use the following outline as a template for your final project:
1) Introduction
2) Table of contents
3) Mission statement
4) Description of product:
Detailed description of the manufactured product and identification of its
Schedule-B number (a copy of the page of Schedule-B showing the commodity
classification details of your product to be included), technical data,
pictures, if any, and packaging particulars, etc.
a) Major producers/competitors.
b) Preferred or common shipping and quantity particulars for

5) Identification of Target Segment(s):

Identify and describe the target segment(s) (within your chosen country of
focus)—potential customer or end-users. Justify the targeted buyers based
on historical data and projections from marketing research reports. How
did existing competitor activity in the chosen market influence your
selection of product and segment(s)?
c) Indicate how you found these parties, including sources.
d) Give information on parties and their businesses.

6) Legal considerations: Identify at least 3 regulations affecting your

specific product (such as product standards, testing requirements,
tariff/non-tariff barriers, government pricing regulations, local
packaging requirements if applicable, etc.) and describe at least one
adaptation to physical product or its pricing which will be necessary for
the targeted segment.

7) Logistics: What are the typical channels of distribution within your

chosen country? Based on the product and customer characteristics, what
type of channel member is most appropriate for your export entry plan and
why? Mode of transportation most suited/required for your product.

8) Documentation: Discuss general export documentation requirements as

they pertain to your product. Also, include any specific documentation the
target market/country requires.

9) Conclusion.

10) References ( Minimum 12: Country Commercial Guide (CCG), one ISA or IMI
marketing report—all from NTDB, and one other country or industry-specific
source of information from the internet are expected. For internet
Project Outline Details
Project title:
Participating students/teammates:
Starting date:
Duration and deadline:


This section expands on the choices of product & country and tells
the instructor the overall approach of the team to its export
market development plan.


This section describes WHAT the team’s efforts or actions are
intended to attain or accomplish within the team’s specified


This section should describe the overall results that the project
is expected to produce—on successful completion—and HOW the team
intends to reach that point.


This section should describe how each objective will be carried out
in terms of planned activities, their timing and duration.
A) Planned activities to produce outputs/results: (State
B) Expected outputs/results: (State briefly)


This section should discuss briefly the proposed mechanisms and
procedures for periodic monitoring of project operations to ensure
that activities occur as planned, that they remain directed towards
stated objectives, and that appropriate corrective action is taken
if required.
6. Point Values for the Course Assignments

ASSIGNMENTS (see below weekly agenda for WEIGHTED

dates)(type written pages: double spaced, 12 AVERAGE
point font, 300-words-per-page average)
Individual (75%)
Exam I (chapters 1-7) 20
Exam II (chapters 8-15) 20
Final Examination (chapters 16-23) 20
Participation (1-6 points for article 15
submissions, 1-9 points for attendance/
Group (25%) (five students per group)
Global Strategy and Operations Paper and 25
Total 100

How Points and Percentages Equate to Grades (no rounding up):

92+ A
89.1-91.9 A-
85.1-89 B+
81-85 B
79.1-80.9 B-
75.1-79 C+
71-75 C
69.1-70.9 C-
65.1-69 D+
60-65 D
<60 F

Beginning Fall 2005, UTD requires instructors to submit mid-term grades

for all students. For this course, during the 8th week the grade on
Exam #1 will be the grade that is submitted.
Attendance Policy: Students are expected to regularly attend all classes
in which they are enrolled and to consult (preferably via e-mail) with the
instructor in advance when any absence is to occur. If a student is unable to
complete a course in which he/she is registered, it is the student’s
responsibility to withdraw from the course by the appropriate date. If a
student fails to withdraw, the instructor will assign a performance grade
that is based on the performance of the student for the entire semester.

Emailing: UTD provides each student with a free email account that is to be
used in all communication with university personnel. This allows the
university to maintain a high degree of confidence in the identity of all
individuals corresponding and the security of the transmitted information.
Beginning September 1, 2004, UTD Administration informed faculty to require
any email communications to be through UTD email accounts. An alternative to
secure emailing is the email function in the password-protected WebCT course
management system. For this course, we will use the WebCT email function.

WebCT online course site: This course is available in WebCT, an online

software platform supported by UTD. The online dimension is intended to
enhance your learning and participation experience. Go to the following
URL: http://webct.utdallas.edu and log on using your UTD-assigned Net-account
User ID and password; click on this course. Student who don't currently have
a Net ID account, please initiate your account at: http://netid.utdallas.edu.
For more information about Net ID, go to
http://netid.utdallas.edu/guam/html/netid.html. For help: call computer help
desk 972-883-2911, or email assist@utdallas.edu.


Week# – date Topics/Assignments Chapters

01 – Jan. 09 Course introduction and class discussion. 1
02 – Jan. 16 NO CLASS! Martin Luther King, Jr. Day!
03 – Jan. 23 Class discussion / Team Charters due! 2, 3
04 – Jan. 30 Class discussion / article (e-mail)! 4, 5
05 – Feb. 06 Class discussion / article (e-mail)! 6, 7
06 – Feb. 13 Exam 1 – Project Outline due!
07 – Feb. 20 Class discussion / article (e-mail)! 8, 9
08 – Feb. 27 Class discussion / article (e-mail)! 10, 11
09 – Mar. 06 NO CLASS! Spring Break!
10 – Mar. 13 Class discussion / article (e-mail)! 12, 13
11 – Mar. 20 Class discussion / article (e-mail)! 14 ,15
12 – Mar. 27 Exam 2 – Project Progress discussion!
13 – Apr. 03 Class discussion / article (e-mail)! 16, 17
14 – Apr. 10 Class discussion / article (e-mail)! 18, 19
15 – Apr. 17 Class discussion / article (e-mail)! 20, 21
16 – Apr. 24 Class discussion / Written group projects! 22, 23
Project presentations & team evaluations!
17 – May 01 Exam 3
Syllabus Addendum

Each student in this course is expected to exercise independent

scholarly thought, expression and aptitude. This addendum to the course
syllabus is provided to assist you in developing and maintaining academic
integrity while seeking scholastic success.

General Comments:
• All academic exercises (including assignments, essays, laboratory
experiments and reports, examinations, etc.) require individual,
independent work. Any exception(s) will be clearly identified.
• Be sure your name or identifying number is on your paper.
• Complete and turn in academic exercises on time and in the required
format (hardcopy, electronic, etc.).
• Retain confirmation of document delivery if submitted electronically.
• Retain all research notes and drafts until the project or assignment has
been graded.
• Obtain written authorization from your instructor prior to submitting a
portion of academic work previously submitted for any academic exercise.
(This includes an individual or group project submitted for another
course or at another school.)

Essays and Significant Papers:

Be prepared
• To present periodic drafts of work in process
• To correctly and completely reference all sources of information using the
citation format prescribed
• To turn your completed assignment in timely and in the prescribed manner
(electronic, hardcopy, etc.)

Be prepared
• To leave all personal belonging at the front of the room or other
designated location (this includes cell phones, turned off of course, and
beverage containers)
• To present your UTD Comet Card
• To remove your cap or hat
• To remove the batteries from any electronic device (e.g. calculator)
• To exchange blue books or bring them early as required
• To change seating
• To sign out when exiting the testing room
• To be escorted for lavatory use

All episodes of suspected scholastic dishonesty will be reported

according to University policy. Students who violate University rules on
scholastic honesty are subject to disciplinary penalties, including the
possibility of failure in the course and/or dismissal from the University.
Since such dishonesty harms the individual, all students and the University,
policies on scholastic dishonesty will be strictly enforced. Penalties that
may be assessed for scholastic dishonesty may be reviewed in Subchapter D.
Penalties at http://www.utdallas.edu/student/slife/chapter49.html.